Reselling BT Business Broadband, Cloud Voice, BTnet Leased Lines and Cloud Security with Netify

In this article, we’re going to describe everything you need to know about reselling BT Business products and services through Netify, an Authorised Partner of BT.

We'll discuss ascertaining your eligibility, available products, how the commissions scheme operates, and how to complete an application form to register your interest.

The BT partner channel is fairly unique in the marketplace for several reasons, but a key distinction is that the programme allows partners and resellers to upgrade and re-sign existing BT customers, as well as provide new services and win-backs. The result is often a significant new revenue stream.

The program today largely consists of two types of businesses.

Reselling BT as a Telemarketing agency

One type of business that typically succeeds when they become an authorised reseller is telemarketing agencies. More often than not, telemarketing agencies are able to reach into the SME market by speaking to decision-makers over the telephone - think cafés, garages, accountants, and generally businesses that don’t necessarily have a reception.

We find that a typical telemarketing agency often already sells products and services, perhaps in the gas, electric, or water sector, where it’s easy for them to take their existing infrastructure and deploy a brand-new team into selling telecom services.

The reason BT is often a good choice is because, as I alluded to earlier, re-signs, upgrades, and new business mean there’s quite often something that can be done for their existing clients.

As an example, you might find one of their clients with BT has been in contract for some time, and then the telemarketing agency is able to speak to that client (with the correct authorisations) and potentially upgrade their package to add new features — perhaps add cloud security or Cloud Voice, or generally improve the speed of their internet connection.

Reselling BT as an IT Company

The second type of business is typically an IT company that has a project they’re working on, and they want to add BT products and services to that project. This could be, for example, a Wi-Fi deployment or even something like an SD-WAN or cyber security installation, where using BT to provide connectivity services makes sense.

In many ways, this is how the BT reseller channel was originally set up. It used to be called the indirect channel and largely consisted of IT companies that were adding BT services to their projects.

In 2025 and 2026, we expect to see the take-up of more telemarketing agencies as BT tries to capture that market share from the SME sector.

Eligibility and Application Process to Become an Authorised Supplier (Reseller) of BT

Reselling BT Business requires meeting specific eligibility standards and completing a structured onboarding process. The steps below outline exactly what prospective partners need in order to join the programme.

1. Understand Eligibility Requirements

To apply, your business must have:

• A registered Limited company
• A business email address
• An active company website
• Compliance processes

These requirements must be met before your application can begin.

2. Register Your Interest

Start by completing the initial application form. Netify will review:

• Your company details
• All listed directors
• Provide an overview of your business and route to market

This ensures compliance and suitability for the BT programme. The application form is available here.

3. Complete the BT Nomination Form

The BT nomination form is a straightforward and simple document that requires some information about your business, i.e. address, registration number, contact details. One aspect of the nomination form process is the need to take photographs of your working environment to meet compliance requirements. The nomination form is also used to apply for your unique Reseller ID from BT (called an ORCA reference).

4. Attend BT Compliance & Branding Onboarding

All applicants must complete BT’s mandatory compliance steps, including:

• Brand and logo use guidelines
• Marketing and communication standards
• Regulatory requirements
• Anti-corruption and bribery policies
• Use of the BT brand
• Audit of calling facilities

5. Receive Training From Netify

Netify will provide onboarding training covering:

• BT product portfolio
• Operational processes
• Order reporting
• How to submit opportunities and customer details

6. Receive Your BT Reseller ID (ORCA Code)

Once approved, BT will issue your unique ORCA code - the identifier used for all partner submissions and customer transactions.

What are the roles and responsibilities of your contracted BT Partner?

Your chosen partner is there to manage your relationship with the BT Business Partner channel. While your relationship is contractually with the partner/distributor, you will also have interactions and receive sales support from BT Sales Specialists, which includes Partner Manager, Cloud Voice, and data product support.

Your contracted Partner is also responsible for all aspects of administration, including order placement and sales reporting. In addition to sales, the partner is responsible for ensuring compliance (including anti-bribery and corruption), and BT brand guidelines are upheld and to standard.

What is a BT Partner, and why do you need to engage with one?

An Authorised BT Partner holds a direct relationship with the BT Partner Channel. This is in contrast to Authorised Suppliers which contract with an existing BT Partner. Becoming an Authorised Partner of BT requires significant trading history with higher turnover vs resellers, good route to market, sales and compliance infrastructure with strong processes, including compliance. The application process typically takes a number of months and follows a strict process.

What are the roles and responsibilities of a Reseller of BT?

We mentioned that the partner is responsible for compliance. However, all BT suppliers must ensure they adhere to their own compliance process. The BT guidelines document outlines how to use the BT brand; failure to follow this guide will result in the removal of your BT Supplier status.

BT suppliers are responsible for ensuring adequate product and brand guidelines are instilled within their organisation. Working with BT presents an excellent opportunity, but access to the brand is not without limitations.

Should you apply to become a Reseller of BT or Partner of BT?

The answer does not just depend on eligibility. Starting a direct partnership with BT Business requires significant commitment to sales targets and associated compliance. The partnership option may detract from your own business, resulting in a negative outcome.

Becoming an Authorised Supplier means you can maintain a focus on your core business with the support from an existing BT Partner. There are no targets, and your business is supported by the partner across compliance, admin, and product training.

• Consider whether your business would be eligible to join the direct BT Partner Programme.
• Consider whether your business is capable of assigning resources to compliance and processes.
• Understand that to become a BT Partner, your business will require a high turnover with a solid route to market.
• Beginning your BT relationship as a Supplier is a much more straightforward application process.
• All BT Suppliers are supported by the Distributor across onboarding, training, compliance, and day-to-day sales.

What BT Business products and services are available to resell?

So the products and services available to resell via BT Business are as follows:

Reselling BT Business Broadband

BT Business Broadband consists of three speed types, if you like, or three technology types. The first is SoADSL. SoADSL is the replacement for the oldest type of broadband service and is the main copper service that we see in this country, but it is now a digital service that no longer offers a telephone line or the ability to make calls over a telephone line.

And typically these SoADSL circuits are very low speed, and we’re seeing less of them as the years go by. The more common services today that support voice and Internet usage for the SME market is SOGEA which offers 80/20 services where you get up to 80Mbps down and up to 20 Mbps upload speeds.

Speeds vary depending on how far the business is from the exchange. SOGEA is now a really common service offering a replacement for FTTC (fibre to the cabinet) and again is a fully digital service, so you don’t get a phone line with the service or the ability to make telephone calls.

FTTP is fibre to the premises and offers up to 900 Mb per second down and various speeds in between, and again is the kind of most advanced broadband technology out there. Obviously, with speeds up to 900 Mb per second it can support a fairly substantial business, so we’re talking about medium-sized businesses here and with the ability to run full clear voice implementations.

Reselling BT Cloud Voice Express

BT Cloud Voice Express is a broadband bundle, so it is used basically for very small businesses that require a single phone line replacement. So again we mentioned earlier that it’s FTTP digital services, so they don’t have the ability to make phone calls over a traditional phone line because they’re no longer with us, so by using Cloud Voice Express customers can effectively have a brand new cordless handset with an unlimited call plan; they don’t have to have an unlimited call plan, but they are available, and with a set of features, including voicemail and a mobile app that allows them to take their phone number with them.

Cloud Voice Express is considered a bundle product, so represents a good off-the-shelf product that you can offer small businesses.

Reselling BT Cloud Voice

Then we have a full cloud voice product. BT Cloud Voice is able to support hundreds of users, so it is very much a medium-size kind of implementation product whereby it can do things like call recording, receptionist console, advanced hunt groups, and has multiple advanced features that you’d expect to see from a company that has a reception.

BT Cloud Voice is a more comprehensive service, but it’s still relatively easy to sell, consisting of a licence type with a set of default features, some optional features, a call package or the ability to have a call package that is spread across all users, called the share plan, and also the choice of handsets as required. Customers don’t need to have any hardware anymore. They can use just a Cloud Voice app on their mobile, so again it is a fully digital service that can work well for for businesses requiring those kind of features.

Reselling BTnet Leased Lines

BTnet leased lines are available up to 10 Gb per second and for companies that require dedicated fibre into their premises. These lines are not to be confused with broadband FTTP. They are very much a premium service that again is not part of a shared infrastructure.

When BTnet leased lines are delivered they are delivered as a dedicated circuit to the customer, and there are a number of features that are available to customers, such as resilience, so ability to have a primary and failover, the ability to load balance, and services are symmetrical, which means the bandwidth is the same up as it is down. BTnet also offers a significantly important 100% service level agreement, SLA, that means that you’re compensated if there is any downtime.

Reselling BT Cloud Security

Lastly, BT offers cloud security services. The cloud security is an important service for customers wanting to be fully compliant, to make sure that their cyber security when using cloud services is as it should be and lowers the risks, and BT is ideally positioned here because if you purchase a cloud service such as Cloud Voice from BT, if the customer is using any cloud service, the BT cloud security is a nice licence-based option that can fully protect our cyber security as users access cloud resources.

So it doesn’t just protect BT Cloud Voice; it is a service that will protect multiple cloud-type applications and is becoming increasingly important as customers look to make sure they have the proper compliance in place within their organisation.

Reselling BT vs BT Wholesale — Which is Right for Your Business?

Some of you reading this might be wondering whether BT Wholesale is a better option for you versus reselling BT by Netify. It’s fairly simple to understand which route is correct for you. With BT Wholesale, you have to own the client relationship. There is no concept of resigns or upgrades; you’re basically white labelling the service in your own name, and this means you have to support the client and bill the client as well. BT Wholesale is a great opportunity if that’s a route that you’re looking to go down. If you’re looking to build your own brand, you’re looking to own those customers, then we’d certainly recommend investigating BT Wholesale. However, there are significant volumes that need to be achieved to become a BT Wholesale partner, and the application process is not as simple as when you’re looking to become a reseller.

Resellers, as we know, have a much easier proposition, so you do have that ability to do upgrades and resigns and new business, but BT own the contract with the customer, so they bill and they support the client. The idea being that you provide the customer service in respect of the customer relationship. Reselling BT is a much easier route to revenue because you can effectively start selling services immediately, and the commissions are paid all quite often upfront, so for example, on BTnet leased lines you get paid a percentage of the annual revenue. With broadband and Cloud Voice you get all of the commission upfront, so it’s a great way to build an instant revenue stream versus wholesale, which will take you much longer time to realise revenues.

What commissions are paid when reselling BT Business?

Resellers can expect BT Commission to follow a clear and consistent structure that rewards activity across new business, upgrades and resigns, reflecting both the value of the opportunity and the revenue it generates over time. In simple terms, this usually means a blend of one-off Initial Commission, which is linked to the successful provision and first billing of an eligible Service, and On-going Payment Commission, which is calculated against qualifying recurring revenues.

New business opportunities are typically rewarded for bringing net-new Customers or additional services into BT, upgrades recognise where you grow an existing Customer’s solution (for example moving them to higher bandwidth or additional features), and resigns support you in retaining Customers and extending contract terms.

The overall type and level of Commission available will vary by product set, contract length and order type (new acquisition, upgrade or resign), and will be aligned to the prevailing Partner Rate Card and applicable Commission Scheme at the point the order is placed.

While we cannot confirm exact commission rates or earnings here, you can expect that, once an eligible order has been accepted by BT, correctly recorded against your Partner account and the Service has been installed and first billed, any Commission due will normally be calculated automatically and paid in line with the standard BT Partner payment cycle.

*The availability, calculation method and rate of any Commission will depend on the prevailing Partner Rate Card, the applicable Commission Scheme, the Product set, contract term and any non-standard pricing agreed with BT. No specific Commission rate, amount or earning level is confirmed or guaranteed by this table.

Robert Sturt

Managing Director

Robert Sturt is a leading expert in SD-WAN and enterprise network solutions with extensive experience in telecommunications and network infrastructure. As a Forbes Business Council member and contributor to TechTarget, he provides strategic insights on network transformation and digital connectivity solutions. His expertise spans SD-WAN implementation, network security, and enterprise digital transformation initiatives.

LinkedIn • Forbes • TechTarget

Fact-checked by: Harry Yelland - Cybersecurity Writer, Netify